Encourage without being pushy

Dear Jack:

"I signed up eight people but nobody is doing anything?"

I know the feeling. It is distressing to sign up folks who get enthusiastic on the spot but do nothing after you walk away. Unless you are holding their hand, they don't have the confidence or aggressiveness to talk to others about our company.

That is one thing you can do. "Hold their hand." Someone held ours in the beginning. No one learned to walk without that initial support. The real question is when do you reach out to them? That's a bit tougher and I recommend a "Tough Love" approach. Don't carry them. They will NEVER learn to walk. Don't force them. A baby must crawl before it can walk. Some of your people will need more time than others. There will be jewels who are shine with their own brilliance; you merely polish them. (APOLOGIES to my High School English teachers - I just mixed metaphors.)

The ones who start slow aren't NECESSARILY going no where. I am a notoriously slow study. I'm analytical so I often spend time learning (sometimes too long). The only thing I know to do here is encourage and nudge (Don't push). Tell these people to read literature, watch or listen to tape, and then do something. BUT, let them know none of those three things will get them customers or recruits; they WILL have to talk about it, or write postcards, put up flyers, 3-way calls, etc. If, despite your offer of a hand, they still do nothing, then politely - don't make them wrong; they simply aren't ready - politely tell them that they apparently need more time to decide for themselves IF they want to "work" the program, and you will be there when they are ready. Give them a way to contact you.

NOW LET'S GO BACK TO THE BEGINNING. The problem wasn't in the people you recruited; the problem was in the way you recruited them. "Sign up FREE and I'll (help you) build your downline for you." There is no commitment on their part. They don't have to do anything. WRONG APPROACH.

"So you see the value in this program I've just showed you, is that correct?" (Yes) "Good! Now what do you want to do to succeed? When we started talking, I asked you your goals. IMPORTANT You told me that you wanted to get a better house, a new car and pay off your bills. Do you see how the money you make from this program can help you reach your goals?" (Yes)

IF NO, find out why they don't see it.

"All right, here are the three steps to success in this business. Use the product. If you don't believe in the products enough to use them, don't get in. It is the basis for your credibility. Are you willing to make a commitment to get in and use the products for AT LEAST one full year?" (Yes) (IF NOT, it's best to learn before you waste any more time.) "Good! Then you'll need to start telling people right away, and I'll help. I'll write to, meet with or phone people WITH you. Are you willing to do ALL of those three things? (Find out NOW if they've got a problem.)

"Last, you need to study. You will be more successful the better you understand the product line and the compensation plan. When people ask you questions, you will operate from certainty. If you sound like you don't know, they will feel your uncertainty and be skeptical. Do you understand why being knowledgeable is important and will you promise to study?" (Yes) "Great. It's my pledge to you that if you demonstrate that you are doing each of those three steps, I will do EVERYTHING in my power to make this the most successful business venture that we've ever been in. Remember my rewards only come IF I worked with people like you to make sure you succeed. If you don't, I don't."

Jack Jobe is a full time network marketer who is involved in more than a dozen Referral Marketing programs. His philosophy is "Buy what you use >from yourself." Jack teaches a course on "Profolios" (Multiple Streams of Income). Direct your Networking questions to him at JACKJACQ@APX.COM. The best questions will answered in future issues of I'M IN.